Is Your Program Spread Too Thin?

Wedge Networks recently announced a new partner program that includes:

• Customer satisfaction surveys
• Deal registration
• Lead distribution
• “Protective” renewal margins
• Market development support
• Regional sales incentives
• Partner certification

Sounds like a great program. I wonder however, whether they can implement with impact across all of the elements. We often find that companies spread themselves too thin by developing programs with too many elements. I would rather see a program with one piece that makes a major impact rather than a program that spreads limited resources across the board.

Cloud brings destructive channel pricing conflict for Microsoft partners.

In response to low online business software pricing by amazon,com and Google, Microsoft is offering direct pricing that makes it virtually impossible for partners to compete. The question is what does Microsoft need from its partners? Pricing that eliminates channel compensation suggests that partners add no value on behalf of their supplier. Read about it in Redmond Channel Partner Online.

First post written exclusively on Droid

Emulex Channel Programs

Emulex updates channel programs including expanded partner margins in their deal registration program:

3. Enhanced Profitability and Incentives – We are business partners, and that starts with having the right business model that drives revenue, profits and customer satisfaction in equal portions to build a sustainable partnership. The new Emulex Edge Partner Program helps our partners through: